Tom Black: Find source of power to cure complacent attitude

Aug. 26, 2013

Written by

Tom Black

One day, one of my customers asked me, “Who charges the charger?” He knew I was a sales manager and knew it was my responsibility to inspire the salespeople around me. Who or what gets you fired up?

So many of us as salespeople have become complacent, we’ve accepted our fate. We have what I call “satisfied-itis.” We know we could do more, but we tell ourselves it’s just not worth the effort.

If you don’t believe me, check out these statistics:

• 48 percent of salespeople never follow up with a prospect after the first in-person visit.

• 25 percent of salespeople make a second contact with their prospect then stop.

• Only 10 percent of sales people make more than three contacts with their prospect.

Now check out the results:

• 2 percent of sales are made on the first contact with a prospect.

• 3 percent of sales are made on the second contact with a prospect.

• 5 percent of sales are made on the third contact with a prospect.

• 10 percent of sales are made on the fourth contact with a prospect.

• 80 percent of sales are made between the fifth and 12th contact with a prospect.

So, how could we as a group of salespeople look at the activity we put in versus the results we get and not scratch our heads? Most salespeople must be satisfied with where they are. Oh, you may talk a good game, but Emerson said “What you are speaks so loudly I can’t hear what you say.” The truth lies in our actions, not our words.

So, how do we get charged up? Here are things I’ve used to get cured from “satisfied-itis”:

• Put a picture of what you want on the refrigerator. I put a picture of a Bentley convertible on mine. Everyone who came over asked me “What’s that?” Then I had to commit to my goal verbally with my friends and acquaintances. The added pressure and the visualization helped me perform. It wasn’t extra calls or hours, it was just part of the price for what I wanted.

• Read or listen to inspirational material. We find motivation in someone else’s ability to overcome obstacles. Turn off the radio in your car and feed your mind positive energy. Turn off the TV and read a motivational or inspirational book. I met a woman the other day who said she read 100 books a year. None of those was fiction.

• Hire a coach. If you think of this as an expense, shame on you. You will make more money working with a coach than the coach costs. The past five years I have given my coaching clients a money-back guarantee. So far, no takers. Tiger Woods has three coaches.

• Think of someone who doesn’t believe in you, or who told you you would fail or fall short. We all have them. Put their name in a place you can see it regularly. I framed my first rejection letter from a publisher. When I have writer’s block, I look at that letter. Suddenly, the words begin to flow. Proving yourself to doubters and nay-sayers can be a strong source of power.

Batteries and motivation both have to be re-charged. Find your own source of power and get connected.